Managing Salesperson Motivation in a Territory Realignment

Although typically undertaken to improve aggregate sales force performance, the realignment of sales territories can be quite de-motivational to individual salespersons. Findings of two studies reported here demonstrate that salesperson motivation and performance can be positively influenced by the managerial actions taken during the implementation phase of a territory realignment. Actions based on expectancy theory were found to be more effective for salespeople whose territory realignment increased sales potential, and justice-based actions were more effective for salespersons experiencing a reduction in territory potential.     

Thought listing and endorsement measures of self-referential thinking in test anxiety

Abstract

The primary purpose of the present study was to examine cognitive reactions of high and low test-anxious subjects while performing a task of extreme difficulty. A sample of 44 subjects (28 females, 16 males) attempted a difficult analogies task and then reported their thoughts during the task. Subjects also completed the Sarason Test Anxiety Scale and several other self-report measures of their cognitive reactions to the task. Thought listings were classified according to their referent (self, task, or unrelated) and their valence (positive, negative, or neutral). Correlational analyses were then performed with the various measures and revealed an association between test anxiety and reports of negative thoughts involving the self. Test anxiety was not related significantly to the number of thoughts involving the task nor to actual performance on the task. However, test-anxious subjects did report more negative expectancies for their performance and greater cognitive interference during the task. Negative self-expectancies were also related to more negative self thoughts, fewer positive self thoughts, and fewer positive task-related thoughts. The results are interpreted as further evidence for both the role of negative self-related cognitions in the experience of test anxiety and the usefulness of unstructured measures in anxiety research.     

Dynamic Stability of Behavior: The Rhythms of Our Interpersonal Lives

The authors examined whether variations in day-to-day estimates of personality characteristics, which are often treated as error, are instead predictable and meaningful. Using event-sampling and spectral analysis, they found that variations in interpersonal behavior over weekly periods were cyclic and normative. Dominant, submissive, agreeable, and quarrelsome behaviors rose during the week and fell on the weekend. The more general dimensions of agency and communion exhibited opposite patterns of cyclicity, with agency rising and communion falling during the week. Interpersonal traits were not useful in predicting behavior cyclicity. Extraverts exhibited a daily cycle, partially mediated by more varied partners and social behaviors during evenings. Findings are discussed with reference to conceptions of personality expression as dynamic yet stable processes.     

The sexual dimorphic association of cardiorespiratory fitness to working memory in children

The present investigation examined the sexual dimorphic patterns of cardiorespiratory fitness to working memory in preadolescent children (age range: 7.7–10.9). Data were collected in three separate studies (Study 1: n = 97, 42 females; Study 2: n = 95, 45 females; Study 3: n = 84, 37 females). All participants completed a cardiorespiratory fitness assessment in addition to a specific measure of working memory (i.e. the operation span task, the n‐back task, or the Sternberg task). Results from all three samples revealed that higher cardiorespiratory fitness levels were associated with better working memory performance only for males with no such relation observed for females. In addition, the sexually dimorphic pattern was selective for the most challenging working memory conditions in each task. Together, these findings reveal new evidence that cardiorespiratory fitness is selectively related to better working memory performance for male children. This investigation provides additional insight into how interventions aimed at improving fitness may influence cognitive development differentially among preadolescent children.     

Materialism,Spending, and Affect: An Event-Sampling Study of Marketplace Behavior and Its Affective Costs

Research on materialism has burgeoned in the last two decades, yet little is known about how people higher versus lower in this consumer values orientation differ in their day-to-day spending habits and in their emotional reactions to spending on purchases. The present study used an event-sampling method over a 3-week period to address these questions in a community adult sample. Results showed that over the course of the sampling period, high materialists made more discretionary purchases and spent more money on necessity purchases than did those lower in materialism, even though their incomes did not differ. Despite higher levels of spending, high materialists experienced a “letdown” after spending, as they reported more post-purchase unpleasant affect than did low materialists. This result was not moderated by level of dispositional unpleasant affect, purchase type, or purchase amounts.     

Special perspective: An immodest proposal: should treating mental health professionals be barred from testifying about their patients?

Notwithstanding ethical rules that address therapeutic and forensic role conflicts for psychologists and psychiatrists, overzealous patient advocacy by therapists, tightened reimbursement for therapy, and a growth market for forensic psychology and psychiatry, have led many therapists to appear willingly as forensic experts on behalf of their patients. Existing ethical rules, as well as other proposed approaches to address this problem, assume that it can be resolved by modest changes in existing practice that permit therapists to testify as long as their testimony avoids psycholegal opinions. This essay questions whether these modest changes can adequately address this problem and advances consideration of a more radical proposal to address this problem, prohibiting therapists from testifying about their patients. © 1998 John Wiley & Sons, Ltd.     

A seven year follow-up of treating rumination with dietary satiation

”Fred“, a man with profound mental retardation who was 24 years old at the beginning of this study, was referred for treatment of rumination. A number of minimally restrictive interventions, including administration of Zantac, extra fluids, and delivery of peanut butter after meals, had been used without success. In April of 1989 Fred began a satiation diet with ad libitum access to starchy foods or to fruits and vegetables, in addition to his regular meals. His baseline weight was 82 pounds and he ruminated during 58% of 10 s intervals measured during 20 min post-meal observations. During the first month of the satiation diet, Fred's ruminating declined to 6% of measured intervals, he consumed a mean of 163 fluid ounces of extra food per day, and his weight increased to 90 pounds. After 4 months' treatment, Fred's ruminating had declined to zero, his food consumption had stabilized at approximately 65 extra ounces of food per day, and his weight had stabilized at about 120 pounds. Starting in August 1990, in an effort to minimize weight gain, extra food was limited to 50% of Fred's ad libitum food consumption (averaged over the previous 6 weeks). Fred's weight gradually declined to about 100 pounds with zero rumination over the next two years. In August 1992 Fred's ruminating accelerated to 17% of intervals and he was again offered ad libitum food access. Over the next 7 months, rumination declined to zero and his weight increased slightly to about 105 pounds. This study shows that rumination that had not responded to less restrictive procedures was suppressed for 7 years via dietary satiation. Although dietary satiation is not without some risk, Fred has suffered no adverse effects from the procedure, other than gaining approximately one-third of his baseline weight. © 1997 John Wiley & Sons, Ltd.